money. When attempting to uncover compelling reasons to buy, it’ s just like driving in a 55 MPH zone and you must reduce your speed as you enter a 40 MPH zone. Slow down.
And that concludes today’ s lesson on pipeline flow. Now you’ re in the flow.
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Dave Kurlan
Dave Kurlan is a top-rated speaker, the best-selling author of Baseline Selling, and a leading expert on sales force development. He is the founder and CEO of Objective Management Group, Inc., the leading developer of sales assessment tools. He is also the CEO of Kurlan & Associates, Inc., a leading sales force development firm. He may be contacted at www. kurlanassociates. com.